• Reliance - Area Sales Representative - PetroRetail Jobs in Anywhere In India - 25040662

  • Reliance Industries
  • Anywhere In India, Multiple Locations

Job Description:

JOB DESCRIPTION

AREA SALES REPRESENTATIVE - Petroleum Retail - RIL

1 JOB PURPOSE

- To achieve set sales targets for MS/HSD/ALPG assigned for the Retail outlets (ROs) /Lube Distributors, Lube Carrying & Forwarding agents ( CFA) /Trans connect centres ( TCCs ) within his geographical area and thereby ensure attainment of overall top-line of the company by ensuring quality service and timely delivery

2 PRINCIPLE ACCOUNTABILITIES

EXPECTED END RESULTS

1 To achieve set targets for MS/HSD/ALPG/ Lubes/TCC

2 CRM ( Customer relationship management ) and customer retention

3 RO Operations and marketing

4 Business development and Demand generation(DG) activities

5 Ensuring implementation of RIL fuel proposition to the customer, primary focus on Quality and quantity

6 Conducting regular audits of all ROs within his geographical area; follow up the audits with corrective action wherever required

7 Understanding, dissemination and training of relevant RO staff on all fuel / non fuel SOPs related to ROs

MAJOR ACTIVITIES

- Responsible for sales volume for all businesses (MS / HSD / ALPG / Lubricants / Mobile Dispensing Units [ MDU ] & Packed fuel container business [ PFC ]) within his geographical area

- Responsible for profitable operation of Plaza at company flag ship retail outlets (Truck Stops) through Minimum Franchisee Fee ( MFF ) model

- Responsible for established norms for customer service/ retention

- Coordinate with Trans connect Agents (TCAs), Product Promoters for customer acquisition and activation / relationship management of Trans connect customers for fuel and non-fuel products, in his sales area

- Responsible for collection, remittance and re-conciliation of cash collected at Company owned outlets by operators & Minimum franchisee fees paid by Plaza franchisee/s as per laid down commercial policies/ processes

- Assist Retail outlet(RO) dealers in obtaining statutory licenses, approvals etc

- Responsible for company owned retail outlets (COCO) related MIS reports and closing all system generated exception reports at Retail outlets (ROs) as per guidelines issued from time to time

- Responsible for obtaining competitor sales / other marketing intelligence data in pursuance of better business opportunities for ROs/TCCs/Lube distribution/MDU & PFC business in his sales area

- Conduct field visits and trading area surveys; identify potential sites for setting up new retail outlets ; conduct interviews and enrol dealers / operators / lube distributors / Lube CFA / Product promoters ( Lube & MDU/PFC business ) / TCA & Plaza franchisees

- Responsible for marketing events and promotions as directed by State Head/state sales & operations manager /State Business Development manager

- Conduct DG activities and ensure mechanic loyalty programme (MLP) implementation for Lubes in coordination with Lube Distributors/TCAs

- In time communication of all SOPs and their updates to channel partners and RO staff

- To coordinate between dealers and supply points for timely placement of indents and their execution so that there are no stock outs

- Critical analysis of ROs showing excess product loss or gains

- Ensuring all automation devices remain functional

- Upkeep maintenance and health of back up devices like UPS batteries, generator(DG) set etc at Dealer ROs

- Manpower deployment at ROs as per manning norms

- All complaints, especially related to Quality & Quantity ( Q&Q ) from customers to be promptly investigated

- To ensure All ROs adhere to meet statutory norms on nozzle delivery, density variations and retention samples of Tank Trucks ( TT)

- To draw random samples from ROs for quality / batch formation tests

- To carry out all types of RO/Plaza audits as per the frequency notified in the guidelines

- To investigate any major irregularity and assist HO fuel services in fixing responsibility / ensuring resolution

- To act on Petroleum Network Operations Centre ( PNOC ) generated alerts/exceptions as per guidelines

- To close Key Management System (KMS) exceptions generated by PNOC and bridge the gaps in training of RO staff, if any, to prevent their recurrence

- To expedite liquidation of audit points where action is required from channel partners/tracks/state office

- To clarify all doubts on SOPs and their updates from the Subject Matter Experts (SMEs) at Head office

- To observe adherence of SOPs at ROs and discus deviations with channel partners & RO staff

- To test RO staff on their knowledge on SOPs and cross check through automation reports / RO registers / PNOC reports

- To train all staff and channel partners / key persons of dealers on SOPs using all available tools of training

- To institute buddy system at all ROs for them to handhold new staff till he gets trained

- To seek feedback about progress in learning of SOPs by new staff on telephone / personal visits regularly

- To ensure that all SOPs in soft and hard copies and their updates are always available at all ROs for quick reference

- To conduct OJT (On the Job Training) type training for RO staff on regular basis and to share best practices in the area

- Imparting Training to DSR- s, Dealers, Distributors on Product knowledge / competitor and own schemes

4 MAJOR CHALLENGES

- Achieve MS/HSD/Lubes/MDU & PFC sales targets in a highly competitive environment

- Keeping all Channel Partners motivated

- Implementing Mechanic Loyalty Program ( MLP ) in the assigned sales area

- Keeping Distributor/TCC Operations / Product promoters operations viable

5 KEY DECISIONS

- Provide Sales Plan for Placing of Indents of Lubricants, Monthly dispatch plan for MS & HSD

- Retail outlet Dealer appointments, Operator appointments, Managing of Product Promoter (Lubricant & MDU/PFC business) / Lube Distributor & CFA appointments in Sales areas

- Recommendation of Trade Discount & additional schemes to Lube Distributors & CFAs

- Decide on the inventory levels of lubes to be maintained at COCO/TCC to avoid stock outs and non moving SKUs

- Proposing termination/replacement of non performing channel partners to state head

- Recommend for price support for key customers to gain the volume along with ensuring profitability

6 DIMENSIONS

- Annual Sales Volume ( MS / HSD / ALPG ) KL

- Total No of Retail Outlets under the AM( Nos) COCO - Nos, CODO - Nos, DODO - Nos( Includes NoUnder Constr RO)

- Nos of Distributors handled

- Nof of CFAs handled

- No of Active Dealers Handled ( Subject to ratification from Lube Team, HO)

- No of Active Mechanics

- No of Direct Customer handled

- MFF model Plaza handled

- Annual Lube sale Volume

- Annual MDU / PFC sales Volumes

- Annual Trans connect sales volumes

- No of active transconnect customers

- No of product promoters ( MDU & PFC business ) handled Nos

7 SKILLS AND KNOWLEDGE

PERSONAL CHARACTERISTICS & BEHAVIOURS

- Excellent communication, Objection Handling & Negotiation, Multi Tasking Skills

- Managerial, organizing and co-ordinaton skill

- Analytical thinking and problem solving ability

- Self-motivated and strong organizational skill

- Strong interpersonal skill

- Energy& passion to travel minimum 15 to 20 days in a month to increase the volume of sales of all products in the respective area

- Interested candidates should have 60% & above in their academics

Profile Summary:

Employment Type : Full Time
Salary : Not Mentioned
Deadline : 10th May 2020

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